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Rocks and Hard Places: Managing Two Tensions in Negotiation
Author(s) -
Nelson Dana,
Wheeler Michael
Publication year - 2004
Publication title -
negotiation journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.238
H-Index - 32
eISSN - 1571-9979
pISSN - 0748-4526
DOI - 10.1111/j.1571-9979.2004.00009.x
Subject(s) - negotiation , value (mathematics) , feeling , interpersonal communication , competence (human resources) , perception , public relations , social psychology , dimension (graph theory) , sociology , psychology , political science , law , computer science , mathematics , machine learning , neuroscience , pure mathematics
Theorists posit two fundamental tensions in negotiation. One is strategic: the tug‐and‐pull between creating value and claiming one's share of it. The other is interpersonal: the tension between asserting one's own interests and, at the same time, empathizing with the feelings and needs of other parties. 1 This research report analyzes how negotiators experience these tensions in practice. Specifically, their self‐perceptions about their relative competence in several key areas allow us to see how strength along one dimension (like getting the maximum) is correlated with other important skills. Some of the authors’ findings confirm familiar models. For example, people implicitly feel that being successful at asserting their own interests imposes a cost with respect to understanding others. There were some surprises, however: most notably, people who rated themselves as strong value claimers also saw themselves as good value creators. The authors explore some of the implications of their findings for both practice and teaching, and foreshadow a follow‐up report they plan. They also note how other researchers can access their data for their own studies.